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Motivating Sales People
  • 2 min

Motivating Sales People

Curious how to motivate commission sales people? ​ Pay higher commissions right? Won’t a high percentage naturally motivate a commission...
Sales Process Philosophy
  • 3 min

Sales Process Philosophy

The practitioner or the process? Is a high conversion ratio the results of the process, or the rep? Should your sales department...
Startup and Personal Finance
  • 3 min

Startup and Personal Finance

Since we work with many brand new startup companies, and since the finances of a startup and the finances of its owner are often...
Commission Only. The 14-Letter Word
  • 1 min

Commission Only. The 14-Letter Word

There are few things more challenging than hiring sales people on straight commission. While most sales people will agree that commission...
New Commission Hire
  • 1 min

New Commission Hire

What you said: “You’re hired, you start training on Monday. Here is your territory, here are your leads, you’ll make 50 calls daily,...
Difference between: Vendor & Investor
  • 2 min

Difference between: Vendor & Investor

At least a twice a month we get a call from an upstart suggesting we construct their sales department on a performance basis. What that...
The No-Show Sales Rep
  • 2 min

The No-Show Sales Rep

The DOA. Why do some sales applicants who appear to be gung-ho in the interviews drop out without so much as dropping you a line? I’ve...
6 Things Commission Reps Hate Most
  • 2 min

6 Things Commission Reps Hate Most

If you’re an upstart and on a tight budget you’re likely considering “commission only” as a route to build your sales team. Having...
Time to Outsource?
  • 2 min

Time to Outsource?

Is it time to outsource? To help you answer this question here are a few scenarios with corresponding "Yes" or "No"s followed by a brief...
How to promote a commission only job
  • 2 min

How to promote a commission only job

If you are reading this there is a good chance you are hiring or have considered hiring full commission sales people. Having hired...
How To: Write A Compelling Job Ad
  • 1 min

How To: Write A Compelling Job Ad

Taken from our comprehensive Manual for building remote sales departments, below is the structure that we use to create job descriptions...
Adding Video to Your Recruiting Process
  • 2 min

Adding Video to Your Recruiting Process

You drop hundreds $$ on job ads and watch the applications roll in. Then you begin to notice that most, if not all of your applicants...
Examples of Sales Comp Plans
  • 1 min

Examples of Sales Comp Plans

On the subject of sales compensation. Our friends over at Time to Hire compiled an extensive list of real comp plans from real employers...
How To: Screen Applicants
  • 2 min

How To: Screen Applicants

Taken from our comprehensive How To Manual for building remote sales departments, Here's a few quick tips on screening job applicants: As...
More About Interview Questions
  • 1 min

More About Interview Questions

Last week we shared some short hand interview questions which we utilize to keep our interviews efficient and on track. Alternatively, if...
Interview Questions
  • 2 min

Interview Questions

If you are in the process of hiring and interviewing for a new sales position we encourage you to have a list of questions prepared...
Hiring Your Friends
  • 2 min

Hiring Your Friends

In the startup world it's typical for entrepreneurs to search their inner network for sales talent. Most of us know someone who is out of...
Fine Print?
  • 2 min

Fine Print?

Recently a sales applicant who failed to read the job description before applying for the job replied to my email, politely saying that...
Genetically Modified Sales Reps
  • 1 min

Genetically Modified Sales Reps

What if you could genetically engineer your prefect sales rep? what would that look like? You may have noticed that some sales reps can...
50% of US workforce freelance?
  • 1 min

50% of US workforce freelance?

A survey released by Upwork and the Freelancers Union indicates that the number of US freelancers hit 57.3 Million this year, or 36%, up...
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